Sales Tip #1
Position what people can or will do in a positive light. When answering a prospect's question, appeal to his/her fundamental needs:

• Can I have this overnight? Don't say -- You'll have to pay the Federal Express charge. Do say -- Yes, for just a nominal fee you can have our terminal in your store tomorrow.
• When can you have someone here to talk to me? Don't say -- We can't have anyone see you until Thursday. Do say -- My first available appointment is Thursday, would 9 or 10 be better?

Sales Tip #2
The Dynamics of Disagreement.
Differences of opinion can be sources of friction that escalate to destructive exchanges--if ignored, dismissed or treated with disrespect, and if such disagreement is with a customer or a prospect, can cost you a customer or sale.
The first step toward defusing a touchy situation is to thank the person for his or her comments, even if it was a verbal attack.
Next, restate the comment to make sure you properly understood what was said or expressed, to show that you are taking the disagreement seriously.
Finally, look for something in the other person's argument or position, that you can agree with, or at least partially. For example, "I agree, it seems expensive," or "I think you have a valid point."